One of the toughest prospecting tactics is cold calling strangers. After all, how do you react when you receive a sales call from someone you don’t know? Fortunately, there is a simple way to make the process easier and get better results. Don’t be a stranger! In other words, when you call, find a way [...]
The “About” section of your website is more important than you might think. According to a number of professional services marketing studies, prospects are likely to visit and review the “About” page before deciding to contact you. The reason is obvious. They see you as the “product” and they want to learn more about you. [...]
Just about every business has slow periods, whether they are predictable or they come as a surprise. During those times, it can be difficult for even the most confident sales associates to stay positive and motivated. Here’s a strategy worth trying. When things are slow, take a look at the activities you’ve done over the [...]
If you’ve read books and articles about setting and achieving goals, you have probably come across the acronym SMART. It was developed in the early 1980s by George T. Doran. Although there are many variations, the most common meaning of each letter is as follows: Specific Measurable Action-oriented Realistic Time-bound This simple approach to setting [...]
When you meet someone for the first time, you probably form an impression fairly quickly. In fact, according to research, that initial impression – good or bad – can linger indefinitely. That’s why, when you’re making a listing presentation to a new prospect, you want to create the best first impression possible. The first 30 [...]
